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Martin Hutchins shares with us his top sales questions to include in your sales process as well as explaining the benefits of doing so.
Rapport building is fundamental to the success of a sale and showing a genuine interest in your customer is one way of starting this process.
2 - WHAT CHALLENGES ARE YOU FACING THAT COULD BENEFIT FROM A DIFFERENT PERSPECTIVE?
Approaching a problem together and finding a common solution will help strengthen the rapport between yourself and the client as well as giving you the opportunity to demonstrate how your product or service can help your client with a potential hurdle.
Probing on key points in the conversation not only demonstrates that you are actively listening but also helps to uncover true motives and/or objections. Unless you unearth the underlying cause of the objection you are unlikely to be able to resolve it in a way that is truely satisfactory to the customer and therefore are likely to lose the sale without possibly even knowing the real cause.
4 - WHO ELSE IN YOUR BUSINESS WOULD BENEFIT FROM CONTRIBUTING TO THIS CONVERSATION?
This will help you to understand the total buying unit and key decision makers. By doing this you will be able to adapt your pitch and knowledge to influence the different decision makers in the appropriate way
If you would be interested in building your sales rapport and negotiation skills why not invest in your sales skills with an ISM Sales Qualification. Contact us today to discuss the right option for you or download a prospectus today.